Negotiation and Dispute Resolution

Course Code
BL 410

1.5 hours
(Junior or Senior Standing or BBA Exchange) and (no credit in BL 411)

Negotiation and Dispute Resolution --- The ability to negotiate effectively is essential to business success. This course emphasizes negotiation strategies and skills that enable managers, functional specialists (for example, in finance, marketing and accounting), consultants, entrepreneurs and others to create and claim value in a manner that enhances long-term business relationships. The course includes cross-cultural negotiations, legal and ethical frameworks for negotiation, simplification of contract negotiations through lean contracting, the use of visualization during the negotiation process, and psychological tools that enhance negotiation effectiveness. The course also includes negotiation strategies and tactics for dispute resolution, including the use of mediation and arbitration for resolving business disputes.